教学课件·国际商务英语谈判.ppt

1、 probe into the nature of negotiation know the elements of business negotiation familiar with the characteristics of business negotiation understand the goals of business negotiation master the definition of the business negotiation identity the types of business negotiationSection ISection IISectio

2、n IIISection IVSection V A Brief Introduction to Negotiation Types and Content of Business Negotiation Goals of International Business Negotiation Practical Activities Section IGroup Discussion Lead-in 2.How did Kissinger make a ordinary youth become the son-in-law of the international financier and

3、 vice-president of Bank of Israel?1.Why is the title“Kissinger:diplomatic matchmaker”?3.What do you learn from this story?A brief introduction to negotiationDefinition and Characteristic of Business Negotiation1.The definition of negotiation1.The definition of negotiation2.The correct understanding

4、of 2.The correct understanding of negotiationnegotiation Section I A brief introduction to negotiation1.What do your know about negotiation?（1）As for so many different definition of negotiation，could you summarize your understanding of the negotiation in your own words?（2）According to the textbook,w

5、hat is negotiation?（3）Why do people negotiate each other anytime and anywhere?（4）Do you think negotiation is the win-lose game?Why?Section（1）As for so many different definition of negotiation,could you summarize your understanding of the negotiation in your own words?Their answers are supposed to in

6、clude these key elements:1 negotiation is a mean;process or discussion of some kind;2 negotiation takes place between two or more people;3 negotiation is used to solve problem or conflicts;4 people negotiate each other in order to achieve their own aim.（2）According to the textbook,what is negotiatio

7、n?In simplest terms,negotiation is a discussion between two or more disputants who are trying to work out a solution to their problem.Negotiation is a mean of dealing with human relationship and resolving conflicts.If everyone,an individual or a company had every-thing they wanted,there would be no

8、particular reason to negotiate,bargain,or collaborate in decision-making.But in the real world,we dont have everything，and the resources we control or influence do not serve all of our interests.Unless we can find and reach an agreements with parties who can respond to our interests,our needs will n

9、ot be satisfied.So negotiations take place in our daily lift,anywhere and anytime,and everything is negotiable.（3）Why do people negotiate each other anytime and anywhere?The nature of negotiation is that it is not about winning or losing.It is about striking a deal which is satisfactory to both side

10、s.There is no right or wrong position in negotiation,so ignore bargaining over positions.A good outcome in negotiation is one in which both sides win.Of course,your efforts should be directed towards ensuring that it is more satisfactoryto your side than to the other.（4）Do you think negotiation is t

11、he win-lose game?Why?2.The Correct Understanding of Negotiation（1）What is the conflict of negotiations?Section A conflict is a dispute,disagreement or argument between two or more interdependent parties who have different and common interests.A conflict can block each others ability to satisfy their

12、 interest.（2）What are the stakes of negotiations?2.The Correct Understanding of Negotiation Stakes are the value of benefits that may be gained or lost,and costs that may be incurred or avoided.Stakes are compared to the status quo,options and alternatives,and are expressed as interests,which can be

13、 long term or underlying desire and issues articulated for negotiation.（1）It is an element of human behavior and depends on communication,that is,it occurs between individuals;（2）It takes place only over negotiable issues;（3）It takes place only between people who have the same interest;（4）It takes p

14、lace only when negotiators are interested not only in taking but also in giving;（5）It takes place only when negotiating parties trust each other to some extent.3.Elements of Negotiation 3.Elements of Negotiation In negotiations,what should both parties know?（1）why they negotiate;（2）who they negotiat

15、e with;（3）what they negotiate about;（4）where they negotiate;（5）when they negotiate;（6）how they negotiate.Language points （1 1）Negotiation is a discussion intended to produce an Negotiation is a discussion intended to produce an agreement;a treating with another respecting sale or agreement;a treatin

16、g with another respecting sale or purchase;a transaction of business between nations;the purchase;a transaction of business between nations;the mutual intercourse of governments by diplomatic agents,in mutual intercourse of governments by diplomatic agents,in making treaties,composing difference,etc

17、.making treaties,composing difference,etc.谈判是达成共识的一种商讨；是与他人在买卖方面的协商；是国谈判是达成共识的一种商讨；是与他人在买卖方面的协商；是国家之间的一种商业交易；是通过外交人员政府所进行的相互交流以签家之间的一种商业交易；是通过外交人员政府所进行的相互交流以签订条约，解决争端等。订条约，解决争端等。(2)Negotiation is an ancient art.It is a form of decision-(2)Negotiation is an ancient art.It is a form of decision-making

18、 where two or more parties approach a problem or making where two or more parties approach a problem or situation wanting to achieve their own objectives,which may situation wanting to achieve their own objectives,which may or may not turn out to be the same.or may not turn out to be the same.谈判是一种古

19、老艺术谈判是一种古老艺术,是谈判双方或多方为获取各自不同目标或是谈判双方或多方为获取各自不同目标或共同目标所需要解决的问题或改变某种局面的一种决策形式。共同目标所需要解决的问题或改变某种局面的一种决策形式。(3)In simplest terms,negotiation is a discussion between two or(3)In simplest terms,negotiation is a discussion between two or more disputants who are trying to work out a solution to their more di

20、sputants who are trying to work out a solution to their problem.Negotiation is a mean of dealing with human problem.Negotiation is a mean of dealing with human relationship and resolving conflicts.relationship and resolving conflicts.简而言之，谈判是在两个或两个以上的试图解决问题的争论者之简而言之，谈判是在两个或两个以上的试图解决问题的争论者之间的讨论间的讨论.谈

21、判是处理人们之间关系或者解决争端的一种方式。谈判是处理人们之间关系或者解决争端的一种方式。(4)Negotiation is the process we use to satisfy our needs when (4)Negotiation is the process we use to satisfy our needs when someone else controls what we want.someone else controls what we want.谈判是当我们所需被别人掌控时，我们用此来满足自身需要的过程。谈判是当我们所需被别人掌控时，我们用此来满足自身需要的过程

22、。(5)Most of us do tend to think of negotiation in terms of win/lose (5)Most of us do tend to think of negotiation in terms of win/lose scenarios.scenarios.我们大多数人把谈判视为一种输赢的竞技活动。我们大多数人把谈判视为一种输赢的竞技活动。Language pointsLanguage points(6)Elements of Negotiation It is an element of human behavior and depends

23、 on It is an element of human behavior and depends on communication,that is,it occurs between individuals;communication,that is,it occurs between individuals;谈判是人类行为的重要组成部分。他依靠交流的方式作用于多者之间 It takes place only over negotiable issues;It takes place only over negotiable issues;谈判仅适用于可磋商的问题。It takes pla

24、ce only between people who have the same interest;It takes place only between people who have the same interest;谈判仅适用于有相同利益的人们之间。Language pointsLanguage points It takes place only when negotiators are interested not only It takes place only when negotiators are interested not only in taking but also

25、 in giving;in taking but also in giving;谈判不仅意味着获得也意味着给予 It takes place only when negotiating parties trust each It takes place only when negotiating parties trust each other to some extentother to some extent 就某种程度上讲，谈判依赖于彼此的信赖。(7)Successful negotiations are not sensational.Both parties(7)Successful

26、 negotiations are not sensational.Both parties must feel as though they have gained something,even if one must feel as though they have gained something,even if one side has to give up a great deal.side has to give up a great deal.成功的谈判不能夹杂个人感情，尽管有一方得到的少一些，但双方都必须有所收益。Language pointsLanguage pointsSe

27、ction 2.Definition and Characteristic of Business NegotiationText123456The Definition of Business NegotiationThe Features of business negotiation Elements of Business Negotiation Types of Business Negotiation Goals of international business negotiation Case StudySection 2.Definition and Characterist

28、ic of Business NegotiationI.The definition of business negotiationI.The definition of business negotiation（1）Business negotiation is a bargaining situation in which two or more players have a common interest to cooperate,but at the same time have conflicting interests over exactly how to share.Secti

29、on 2.Definition and Characteristic of Business NegotiationI.The definition of business negotiationI.The definition of business negotiation（2）Business negotiation is a consultative process between governments,trade organizations,multinational enterprises or private firms.In short,it takes place betwe

30、en two or more business individuals or organizations,that is,between the buyers and the sellers,while negotiation takes place between two or more individuals or organizations.Section 2.Definition and Characteristic of Business NegotiationII.II.The Features of business negotiationThe Features of busi

31、ness negotiation（1）Negotiation is at the heart of every transaction and,for the most part,it comes down to the interaction between two sides with a common goal(profits)but divergent methods.（2）These methods(the details of the contract)must be negotiated to the satisfaction of both parties.It can be

32、a very trying process with confrontation and concession.（3）Both parties share open information.（4）Both sides try to understand each others point of view.Section 2.Definition and Characteristic of Business NegotiationIII.Elements of Business NegotiationIII.Elements of Business Negotiationthe elements

33、 of negotiation：1)It is an element of human behavior and depends on communication,that is,it occurs between individuals;2)It takes place only over negotiable issues;3)It takes place only between people who have the same interest;4)It takes place only when negotiators are interested not only in takin

34、g but also in giving;5)It takes place only when negotiating parties trust each other to some extent.Section 2.Definition and Characteristic of Business NegotiationIII.Elements of Business NegotiationIII.Elements of Business Negotiation In negotiations,what should both parties know?（1）why they negoti

35、ate;（2）who they negotiate with;（3）what they negotiate about;（4）where they negotiate;（5）when they negotiate;（6）how they negotiate.3.Case Study Read the table carefully and analyze the stakes and possible conflicts of both parties.(1)According to final agreement between China and US,foreign banks will

36、 enjoy national treatment 5 years after China becomes a member country of WTO,which means foreign banks will be allowed to do RMB business with Chinese enterprises 2 years later and with citizens 5 years later.Regional limitation to foreign banks will be eliminated in 5 years.(2)China has promised t

37、o lower tariff on auto and auto parts to 25%6 jointing WTO years after.1.Common Types of Business Negotiation(1)Classification by formsCompetitive style(竞争式谈判)-To try to gain all there is to gainAccommodative style(通融式谈判)-To be willing to yield all there is to yield Avoidance style(回避式谈判)-To try to

38、stay out of negotiationCompromising style(妥协式谈判)-To try to split the difference or find an intermediate point according to some principle Section IIICollaborative style(合作式谈判)-To try to find the maximum possible gain for both partiesby careful exploration of the interests of all parties-and often by

39、 enlarging the pieVengeful style(报复式谈判)-To try to harm the otherSelf-inflicting style(自损式谈判)-To act so as to harm oneselfVengeful and self-inflicting style(报复和自损式谈判)-To try to harm the other and also oneself Language points（1 1）In general,business negotiation is one of the important In general,busin

40、ess negotiation is one of the important steps taken towards completing import and export trade steps taken towards completing import and export trade agreements.agreements.一般而言，商务谈判是全面达成进出口贸易协议而采取的重要步骤之一。(2)It is a bargaining situation in which two or more players (2)It is a bargaining situation in

41、which two or more players have a common interest to cooperate,but at the same time have a common interest to cooperate,but at the same time have conflicting interests over exactly how to share.have conflicting interests over exactly how to share.谈判是一个由双方或者多方进行的讨价还价的过程，他们为了共同的利益开展合作，但同时又在具体如何合作等问题上存在

42、利益冲突。（3 3）Thats,the players can mutually benefit from reaching an Thats,the players can mutually benefit from reaching an agreement on an outcome from a set of possible outcomes,agreement on an outcome from a set of possible outcomes,but have conflicting interests over the set of outcomes.but have c

43、onflicting interests over the set of outcomes.也就是说，当时各方均能够从可能达成的某项协议中相互受益。（4 4）The main problem that confronts the players in a The main problem that confronts the players in a bargaining situation is the need to reach an agreement over bargaining situation is the need to reach an agreement over exa

44、ctly how to cooperatebefore their actual cooperation.exactly how to cooperatebefore their actual cooperation.在讨价还价的过程中，当事人所遇到的主要问题是究竟如何在实际开展合作之前就合作的方式达成协议。（5 5）Negotiation is a social phenomenon and a special embodiment Negotiation is a social phenomenon and a special embodiment of human relations.o

45、f human relations.谈判是一种社会现象，是人与人之间关系的特别体现。（6 6）Due to mutual contact,conflict and differences in viewpoints,Due to mutual contact,conflict and differences in viewpoints,needs,basic interests and action mode,both parties try to persuade needs,basic interests and action mode,both parties try to persua

46、de the other party to understand or accept their viewpoints and to the other party to understand or accept their viewpoints and to satisfy their own needs.satisfy their own needs.由于双方磋商中的接触、冲突、不同观点、需要、根本利益和行为模式的原因，双方都试图劝对方了解或接受自己的观点以达到自己的目的。(7)Negotiation is at the heart of every transaction and,for

47、 the most(7)Negotiation is at the heart of every transaction and,for the most part,it comes down to the interaction between two sides with a part,it comes down to the interaction between two sides with a common goal(profits)but divergent mon goal(profits)but divergent methods.谈判是交易的核心,通常是双方为了共同的目标(利

48、润)以不同的方式进行交流。（8 8）It can be a very trying process with confrontation and It can be a very trying process with confrontation and concession.concession.这是一个既对立又要让步的过程。(9)Both parties share open information.In this case,both sides (9)Both parties share open information.In this case,both sides sincerely

49、 disclose them and listen to the others objectives in sincerely disclose them and listen to the others objectives in order to find something in common.order to find something in common.双方要介绍各自的一些情况。在这方面，双方应真诚的展示产品、认真倾听对方的目的，以求达成共识。(10)Both parties know that they have common and conflicting(10)Both p

50、arties know that they have common and conflicting objectives,so they try to find a way to achieve common and objectives,so they try to find a way to achieve common and complementary objectives acceptable to them plementary objectives acceptable to them both.双方在了解彼此的共同目标和差异后，要试着寻找一条途径弥补差异，最终达到双方都可接受的